Sales Strategy Lead, Public Sector COE

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About Salesforce

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As the guardian of the Global Public Sector Buying Program (GPSBP), you will ensure our highest-stakes deals are executed with absolute integrity. You are a strategic partner to sales, navigating the complexities of government procurement across AMER, EMEA, and APAC to turn compliance into a competitive advantage.

Key Responsibilities

1. Compliance Stewardship & Deal Review

• Rigorous Reviews: Conduct end-to-end reviews of quotes and opportunities to ensure 100% adherence to GPSBP rules, including pricing impartiality and multi-bidder protocols.
• Integrity Enforcement: Manage the approval and remediation of non-compliant deals, ensuring every transaction has been reviewed and is audit-ready before booking.

2. Regional Enablement & Relationship Building

• Strategic Partnership: Build high-trust relationships with Sales and Deal Desk teams, acting as a consultant who helps navigate the buying program rules
• Continuous Training: Design and deliver regional enablement programs that translate complex global policies into clear, actionable guidance for local teams.

3. Exception Management & Policy Strategy

• Exception Resolution: Serve as the primary point of contact for high-pressure deal escalations, finding compliant solutions for complex or non-standard situations.
• Policy Evolution:Partner with legal to identify systemic gaps and "friction points" in the field to provide data-driven recommendations for evolving the Global Buying Program.

4. Documentation & Reporting

• Audit Trail Management: Maintain meticulous, centralized records of all deal reviews, exceptions, and remediations to ensure global transparency.
• Operational Insights: Analyze compliance trends and regional "blocker" data to provide leadership with visibility into the health of the Public Sector ecosystem.

Ideal Profile & Requirements

• Experience: 5+ years of experience in Deal Desk, Revenue Operations, Legal Ops, or a similar related compliance/governance function within a B2B SaaS or enterprise software environment.
• Public Sector Expertise: Some understanding of government procurement processes, public sector contracting vehicles, and fiscal compliance
• Policy & Process Background: Proven track record of interpreting complex internal policies and external regulations
• Strong Communicator: Exceptional verbal and written communication skills with the ability to distill complex legal/policy language into plain language tailored for sales audiences.
• Relationship Builder: Demonstrated ability to lead, challenge, and influence stakeholders at all levels without direct authority; you must be able to say "no" while maintaining a positive, collaborative partnership.
• Global Mindset: Experience working in a global capacity, with the cultural competency to support diverse regions (AMER, EMEA, APAC) and the flexibility to work across multiple time zones.
• Technical Proficiency: Advanced knowledge of Salesforce CRM and CPQ systems is required; experience with audit-tracking tools or data visualization (Tableau/Slack) is a significant plus.
• Analytical Rigor: A "detective" mindset with extreme attention to detail; you enjoy finding the needle in the haystack and connecting dots between disparate data points to identify risk.

Unleash Your Potential

When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance andbe your best, and our AI agents accelerate your impact so you cando your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world.

Accommodations

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